How do I get my recruiters to get back on the phone? All they do is email and text which is not the best way to build profitable relationships. They tell me I’m old fashioned, but we are not hitting goals set. How do I prove the value of calls?
Steven M., St. Louis, MA
You are in a position of strength, because production goals are not being attained which also means income goals are not being hit either. If you can show your team the WIIFM (What’s In It For Me) of talking with clients and candidates vs. email, results will change.
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Explore the Role of Incentives in Performance Management
Often, it is fear or a lack of knowledge that prevents your team from making calls. Provide consistent training, scripts, role play objections and responses and help build confidence based on knowledge. As their confidence and results improve, sales and income will, too. Once this happens, you will not have to prove the value of making calls.
Barbara J. Bruno, CPC, CTS